books about: salespeople
 
 



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Marketing 2014
William M. Pride, Ferrell

Cengage Learning, 2013

Perfect for students of all backgrounds and interest levels, Pride and Ferrell's MARKETING 2014 combines a thorough overview of essential marketing principles with a visually engaging, reader-friendly presentation. This popular, proven text and a full range of supplemental learning resources (including eLectures, videos, and an interactive marketing plan) provide students with the knowledge and decision-making skills they'll need to succeed in ...
  
  











  



  
MKTG 8 (with CourseMate Printed Access Card)
Charles W. Lamb, Joe F. Hair, ...

Cengage Learning, 2014

Signed for today's students through the continuous feedback from students like you, MKTG 8 delivers a visually appealing, succinct print component, tear-out review cards and Enhanced CourseMate, our online digital product that includes learning aids to accommodate your busy lifestyle such as an interactive eBook, self quizzes, downloadable flash cards, review games, online video case studies, and more - all at an affordable price.
  
  











  



  
The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies
Chet Holmes

Portfolio Trade, 2008

Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference. The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact ...
  
  











  



  
Little Red Book of Selling: 12.5 Principles of Sales Greatness
Jeffrey Gitomer

Bard Press, 2004

Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment—and the rest of their lives.
  
  











  



  
Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling
Frank V. Cespedes

Harvard Business Review Press, 2014

"The best sales book of the year" — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real—and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales , Harvard Business School professor Frank Cespedes equips you to link your go-to-market initiatives with strategic goals. Cespedes offers a road ...
  
  











  



  
SPIN Selling
Neil Rackham

McGraw-Hill, 1988

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, ...
  
  











  



  
To Sell Is Human: The Surprising Truth About Moving Others
Daniel H. Pink

Riverhead Trade, 2013

#1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn ...
  
  











  



  
First, Break All the Rules: What the World's Greatest Managers Do Differently
Marcus Buckingham, Curt Coffman

Simon & Schuster, 1999

The greatest managers in the world seem to have little in common. They differ in sex, age, and race. They employ vastly different styles and focus on different goals. Yet despite their differences, great managers share one common trait: They do not hesitate to break virtually every rule held sacred by conventional wisdom. They do not believe that, with enough training, a person can achieve anything he sets his mind to. They do not try to help ...
  
  











  



  
Secrets of Closing the Sale
Zig Ziglar

Revell, 2004

Whether presenting a product or principle, service or idea, we all engage in sales. Zig Ziglar presents winning techniques for getting a positive response and establishing dynamic relationships. Readers discover how to:o project warmth, enthusiasm, and integrity o effectively use 100 creative closes o increase productivity and professionalism o overcome the five basic reasons people will not buy o deal respectfully with challenging prospects
  
  











  



  
Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of ...
Aaron Ross, Marylou Tyler

PebbleStorm, 2011

GROW REVENUE BY 300% OR MORE AND MAKE IT PREDICTABLE... "Alexander Graham Bell discovered the telephone, Thomas Edison discovered electricity and Aaron Ross discovered the Enterprise Market for Salesforce.com."  SHELLY DAVENPORT - VP Worldwide Sales at Replicon & ex-VP Corporate Sales at Salesforce.com Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost ...
  
  











  



  
80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More
Perry Marshall

Entrepreneur Press, 2013

Stop "Just Getting By"... Master The 80/20 Principle And Make More Money Without More Work. When you know how to walk into any situation and see the 80/20's, you can solve almost ANY conversion problem. Any traffic problem. Any money problem. "If you don't know who Perry Marshall is--unforgivable. Perry's an honest man in a field rife with charlatans." - Dan Kennedy, Author, The Ultimate Marketing Plan If you're a sales and marketing ...
  
  











  



  
New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
Mike Weinberg

AMACOM, 2012

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. "New Sales. Simplified." is the answer. You'll learn how to: identify a strategic, finite, workable list of genuine ...
  
  











  



  
Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling
Art Sobczak

Wiley, 2013

Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Callin g has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition , it offers even smarter tips and techniques for prospecting new ...
  
  











  



  
Secrets of a Master Closer: A Simpler, Easier, And Faster Way To Sell Anything To Anyone, Anytime, Anywhere
Mr. Mike Kaplan

Master Closers, Inc., 2012

If you want to know, step by step, how to quickly, easily, and smoothly walk anyone from being a skeptical prospect to a happy customer that refers you friends, family, and colleagues...then you want to read this book. Here's the deal: At its core, selling isn't a patchwork of cheesy closing techniques, annoying high-pressure tactics, or gimmicky rebuttals. True salesmanship follows very specific laws, has very specific steps and stages, ...
  
  











  



  
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
Neil Rackham

McGraw-Hill, 1996

Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into ...
  
  











  



  
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
Jason Jordan, Michelle Vazzana

McGraw-Hill, 2011

Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal ...
  
  











  



  
The New Rules of Sales and Service: How to Use Agile Selling, Real-Time Customer Engagement, Big Data, ...
David Meerman Scott

Wiley, 2014

Sales and service are being radically redefined like never before. With buyers now in possession of unlimited information, online content is quickly becoming the dominant driver for commerce. Today anyone working in sales or customer service needs to possess entirely new skills. Unfortunately most organizations are still using traditional selling and service models developed for a different time. In this new book by the author of the #1 ...
  
  











  



  
Shark Tales: How I Turned $1,000 into a Billion Dollar Business
Barbara Corcoran, Bruce Littlefield

Portfolio Trade, 2011

The inspiring true story of Shark Tank star Barbara Corcoran--and her best advice for anyone starting a business. After failing at twenty-two jobs, Barbara Corcoran borrowed $1,000 from a boyfriend, quit her job as a diner waitress, and started a tiny real estate office in New York City. Using the unconventional lessons she learned from her homemaker mom, she gradually built it into a $6 billion dollar business. Now Barbara's even more ...
  
  











  



  
Sell or Be Sold: How to Get Your Way in Business and in Life
Grant Cardone

Greenleaf Book Group Press, 2012

Whether it's selling your company's product in the boardroom or selling yourself on eating healthy, everything in life can and should be treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for success of any kind. In Sell or Be Sold , Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue. You will learn how to handle rejection, ...
  
  











  



  
MKTG 7 (with CourseMate with Career Transitions Printed Access Card)
Charles W. Lamb, Joe F. Hair, ...

Cengage Learning, 2013

Created through a "student-tested, faculty-approved" review process with direct input from students and faculty, MKTG7 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners at a value-based price. MKTG7 employs up-to-date, relevant examples from a wide range of independent upstarts and larger companies students love. MKTG7 also offers a dynamic range of web-based review and testing products to ...
  
  











  








   



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